Roopal Shah

In addition to product sales, I typically like to vet things out with SEs - they are the ones demonstrating the products and weave stories as they do so - so having them alinged in the key benefits, messaging and positioning is key. Additionally CSG - customer success. They are the ones who have ...more

We're all human after all so taking the time to understand the baggage but also find a path forward. Find a champion on both sides willing to go on the journey with you and who is as vested as you are in moving forward. And making time for building carmaderie. I remember we once had tensions betw...more

Goes back to the shared goals - which at a high level, are hard to argue with - revenue, cost savings, customer success, etc. Once you get that common agreement, then it's about the strategy / the "how" to get there. If there are disagreements here, I would start with trying to understand why and...more

It starts with aligning on common goals - what I find people get lost is in the "how" we get there. In business, we can all agree on goals that are like motherhood and apple pie - like revenue or cost savings. Hard to argue with those. Once you get aligned on that, then start with understanding w...more

Planning ahead for those connects - whether it's scheduled coffee or regular 1:1s or even sometimes inviting them to your team meetings for "fun" is always a great way to build and maintain relationsips - even in this virtual world. And in your 1:1s, don't jump into business all the time right aw...more

So I use sprint planning for business. When it works well and we're compliant, it works beautifully. Here, we break our work into two week sprints and continously prune backlogs and review ad hoc requests. We also try to allocate 'white space" within the two week sprints for things that may pop u...more

For B2B sales, based on my experience, I would say its the following (1) Product (2) Sales/SEs and (3) Corporate Marketing.    Product: because well you need to know about the "product" in product marketing!  Sales/SEs/CSG because they will be your first customers and users of your products...more

(1) Learn as much as you can about the product and do your research - it's really easy these days to learn the competitive differentiators of your products, read analyst reports, what customers say, how they market, etc.  (2) Be useful and humble - if you're looking for an entry level position -...more

I think it depends on where the company is in its growth trajectory and how important the partner model is to hitting its growth targets. For some, it's their primary revenue model (e.g. resellers) and if so, that's critical. For others, it's more about ISV/SI enablement - in which case, I would ...more

What a great question. One thing I do in almost all my teams is run them in agile sprints - they can be two weeks, three weeks, or monthly depending on the speed of business. As part of this, one thing I ask my teams to do (and they have the autonomy to also not do this if it's a busy time) is to...more